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3 Habits of Enterprise B2B “A-players” to Win More Deals at Higher Prices

The “moment of truth” for B2B sales reps selling complex enterprise solutions involving multiple stakeholders is the time presenting and interacting with customers. A recent Richardson Training whitepaper stated, “Sales Professionals who prepare and deliver meetings of high value to…

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Design Useful Value Propositions for Sales: Value Analyzed Can Only Be Captured if Value is Communicated

B2B product launch teams can produce some great analyses.  New products about to launch are regularly propelled into the spotlight of management and sales attention.  Team presentations at big internal meetings typically become the focal point for a launch team’s…

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Is it Really that Hard to Quantify Customer Value? 3 Hurdles B2B Product Managers Leap When They Create Value Propositions for Sales

Great product managers understand customers’ needs and communicate clearly how their product addresses them.  For B2B customers, there is one universal need: improved profitability.  That need is embedded in our economic system and in any set of management objectives. The…

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3 Ways Marketing Helps B2B Sales Teams to Win 15% More Deals at 20% Higher Prices

Today’s leading Global B2B Enterprise CEOs and CMOs target two specific areas for increasing top-line revenue and profitability: Tightly aligning Marketing with Sales revenue goals. Traditional Marketing metrics of website visitors, email opens, time on website, MQLs, etc. remain important…

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New Product Launch Best Practices: July 2016 Webinar Q&A Session

In July, we did a webinar to share insights about improving the success of new product launches which was summarized in this earlier blog Nailing the Successful New Product Introduction. We also received several excellent questions during the webinar. Below…

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